Ideas needed from Sales Reps

Quote

Anonymous

Guest
We have a product in your distribution channel.

We would like to increase sales and I wanted to know a Webster sales rep honest opinion on how to make this successful. I understand when you call on a practice that you are selling the services for the distributer and not one individual product.

Would it help if a sales rep from the company traveled with you to the practices to push the product? Do you like if there is a discounted sale and the Webster rep receives a gift card? We are just trying to find ways that is benefits the Webster Sales rep and our company.

We do have a sales rep but when that person calls on the practice, they have a sheet of the order numbers thru Webster. The sales rep for the company is pushing business thru the distributer channel and not direct.

Just wanted to know some ideas that may have worked in the past.
 












Anonymous said:
We have a product in your distribution channel.

We would like to increase sales and I wanted to know a Webster sales rep honest opinion on how to make this successful. I understand when you call on a practice that you are selling the services for the distributer and not one individual product.

Would it help if a sales rep from the company traveled with you to the practices to push the product? Do you like if there is a discounted sale and the Webster rep receives a gift card? We are just trying to find ways that is benefits the Webster Sales rep and our company.

We do have a sales rep but when that person calls on the practice, they have a sheet of the order numbers thru Webster. The sales rep for the company is pushing business thru the distributer channel and not direct.

Just wanted to know some ideas that may have worked in the past.
Click to expand...

What is the product? Does it have competitors? Is Webster already selling those competitors?

If Webster is already selling a competitor, you definitely have to educate the reps if you have a distinct advantage over the other product. If you are a me2 or just cheaper, we aren't going to risk switching our clients to your product because our reputation is on the line.

Give more info.
 






Anonymous said:
What is the product? Does it have competitors? Is Webster already selling those competitors?

If Webster is already selling a competitor, you definitely have to educate the reps if you have a distinct advantage over the other product. If you are a me2 or just cheaper, we aren't going to risk switching our clients to your product because our reputation is on the line.

Give more info.
Click to expand...

First of all, don't sell through Webster. They are dropping share very fast. Distribution is a two horse race between Butler and MWI. Also, distribution doesn't sell. They just take orders. You will sell and must market well to succeed. A lot of companies are looking at models now to go away from distribution. No added value and expensive. Good luck!
 






"Distribution is a two horse race between Butler and MWI"? Only if your giving it away. Talk about losing market share. They should both be considered non-profit organizations because they've taken profitably from the industry. The younger additions to the sales industry make a measly salaries with some chance at some capped bonuses. The art of selling and servicing your customer is a dying breed.

As for "ideas needed from sales reps", are would be a little inquisitive to what you selling? The manufactures that I know would go to the bigger players from multiple distributors and get their take on it. That's where I would start.
 






Anonymous said:
"Distribution is a two horse race between Butler and MWI"? Only if your giving it away. Talk about losing market share. They should both be considered non-profit organizations because they've taken profitably from the industry. The younger additions to the sales industry make a measly salaries with some chance at some capped bonuses. The art of selling and servicing your customer is a dying breed.

As for "ideas needed from sales reps", are would be a little inquisitive to what you selling? The manufactures that I know would go to the bigger players from multiple distributors and get their take on it. That's where I would start.
Click to expand...

Wow, sure sounds like you know what your talking about. But gee, look what I just read on Brakke about MWI. I don't think they have read your brilliant analysis yet!

"MWI Veterinary Supply, Inc. announced financial results for its third quarter ended June 30, 2011. Total revenues were $411 million for the quarter, 18% higher than revenues for the same period in the prior fiscal year. Net income was $11.4 million for the quarter, 25% higher than net income for the same period in the prior fiscal year."
 












"MWI Veterinary Supply, Inc. announced financial results for its third quarter ended June 30, 2011. Total revenues were $411 million for the quarter, 18% higher than revenues for the same period in the prior fiscal year. Net income was $11.4 million for the quarter, 25% higher than net income for the same period in the prior fiscal year."

MWI is a superior company, better service, better prices, easier to return. We use MWI 90% and Webster 10%. MWI will always get my order.
 






Anonymous said:
"MWI Veterinary Supply, Inc. announced financial results for its third quarter ended June 30, 2011. Total revenues were $411 million for the quarter, 18% higher than revenues for the same period in the prior fiscal year. Net income was $11.4 million for the quarter, 25% higher than net income for the same period in the prior fiscal year."

MWI is a superior company, better service, better prices, easier to return. We use MWI 90% and Webster 10%. MWI will always get my order.
Click to expand...

If you mean superior as in they will cut jobs and people in order to look good to the stockholders you are right! Never forget it is all about the bottom dollar and you(either the customer or employee) only matter if they look good to the stockholders. It will be very interesting when they run out of companies to buy!
 






Top Bottom
Back
Quote